TRENDS
Learning to explain the value of
your services is a great asset in
getting new clients.
such as: "We believe
the client comes
first" or "We are
very experienced in
all kinds of technical
things." This is OK,
but it's better to write in
language addressed to the client.
Examples include:
ĀÃ $UHÃ\RXÃH[SHULHQFLQJÃVORZÃ
responses in your reporting?
ĀÃ ,VÃ\RXUÃEDFNXSÃV\VWHPÃ
reliable?
How Busy is Too Busy?
Wednesday, April 12 | 10 PT / Noon CT / 1 ET
FEATURING:
Automating Your System for
Maximum Throughput
What is utilization and why should we care?
We know that we don't want utilization to
be too high, but unlimited capacity isn't
free. But what exactly is "too high"; 80%,
90%, 99%? And how do you accurately
measure this?
Explore the various aspects of utilization
and get to the core of ThruPut Manager automation-Service Level Manager (SLM).
Learn how SLM measures and manages
utilization to ensure your system-no matter how large or small-delivers consistent
throughput under any conditions. Let's get
busy-but not too busy!
John Baker
z Performance Specialist,
Compuware
Selby Shanly
Principal Developer,
ThruPut Manager
Automation, Compuware
Register Today: webcasts.com/ibmsystemsmag
sponsored advertising content
This approach also helps the
prospective client recognize its
own problems, pains and fears.
$VÃDÃUXOHÃWKHÃPRVWÃLPSRUWDQWÃ
starting point is that the client
NQRZVÃWKHÃ,7ÃWHDPÃXQGHUVWDQGVÃ
its pain.
The Right Approach
The next step is to diagnose
the real problem behind the
pain. This is central to the
VDOHVÃSURFHVVÃ,WùVÃKHOSIXOÃIRUÃ
a technical person making the
transition into sales to have
a mentor-someone who can
give you feedback on how to
approach the sales opportunity.
Learning to explain the value
of your services is a great asset
in getting new clients. Even a
little bit of training in the art of
selling can quickly pay for the
small investment you make.
Learn More
"Selling IBM's Innovative
Solutions," an IBM
Redbooks publication,
covers building client
relationships, creating
a buying vision and
energizing the sales
process:
ibm.co/2eYe1NT
26 // MARCH/APRIL 2017 ibmsystemsmag.com
pg 24-26.indd 4
2/7/17 1:28 PM

For optimal viewing of this digital publication, please enable JavaScript and then refresh the page.
If you would like to try to load the digital publication without using Flash Player detection, please click here.